Start with No: The Negotiating Tools that the Pros Don't Want You to Know

by Jim Camp

You help create the vision, but you don’t create the pain itself at all. The pain is just there. The doctor doesn’t create your pain; she helps you see your case clearly. The retail salesperson isn’t starting from scratch. My son Jim and I didn’t wander onto the parking lot of the Porsche dealership by accident. I wanted that Cabriolet badly. No salesman in the world was going to be able to convince me that I had an aching need I didn’t really have. Likewise, no one wanders into an electronics store intent on buying a new refrigerator. The salesperson always has something to work with. And it wasn’t as if Churchill had nothing to work with in his negotiation with his constituents. Western Europe and the United States did need to gear up for the war with Hitler. The British certainly knew the dangers posed by Hitler. They just needed their vision and the solution painted with passion.